“Rock and Roll is here to Stay!” So said Danny & The Juniors in 1958. Since then, many bands and musicians have come and gone. Some, however, have demonstrated amazing endurance and longevity. The Police, for example, recently celebrated their 30-year anniversary of the band’s inception with a reunion tour. Led Zeppelin is still performing around the world, and the Rolling Stones, formed in 1962, have established themselves as the longest playing rock band in history. Think of what would happen if John, Paul, George and Ringo were all still with us and announced a comeback tour!

Why have these and so many other rock stars endured for decades? Why do people continue to buy their music, memorabilia and attend their concerts? After all, when the concert is over, what’s left? Certainly nothing tangible that you can put on the shelf. Yet Americans spend BILLION$ on music and related purchases every year.

WHY?

Music connects to our emotions. And emotion is memorable. When associated with significant events in our lives music can embed a memory in our mind forever.

This concept is ageless and has been known throughout history. Great leaders have been connecting with people through music for thousands of years. For example, Moses sent the Israelites across the Jordan into the Promised Land with G-d’s final instructions in the form of a song. Why? Because Moses knew song triggers emotions and emotions are memorable.

Think back to your first boyfriend or girlfriend. Chances are you remember a special song associated with that person. More than likely, every time you hear that song today, you are transported back to your youth. Or maybe you remember the song that was playing the day you graduated from high school or college. Do you connect that song with a great feeling of accomplishment?

How can a rock star help you grow your MLM business? Do you realize most people buy emotionally? Studies show the number to be as high as 75% to 80% of all adults make buying decisions emotionally rather than logically. As the level of emotion increases, people tend to buy more quickly and spend more. Only after they buy do they use logic to justify their purchase to themselves and others.

Tap into your prospects’ emotions by triggering memories. You do this by asking questions. You can start with small talk, simply by asking what kind of music they like. You will quickly find common ground and then you can ask about events they remember that are associated with that music.

Focus on their dreams! Transition your inquiry into what they do today and how it compares to their dreams from when they first listened to that music. Dig into their dreams perhaps now long forgotten. Ask them if they’ve ever thought about how they would feel if they could achieve those dreams. You will no doubt uncover desires around time and money.

So ask how they would feel IF they:

• Had the time and money to live life on their terms
• Could fire their boss
• Could retire their spouse
• Were able to release weight and return to high school sized clothes
• Could travel anywhere in the world, and where would it be?

The number of questions you can ask is endless.

You may be tempted to focus on your prospect’s situation today and dig in to the pain and discomfort he/she is experiencing now. Do this and you’ll leave your prospect feeling manipulated and you’ll be left looking for another. Instead, focus on a positive and happy future based on a past memory connected to an emotional feeling.

Your questions will use words that paint a picture in the mind of your prospect. Much like the emotional connection music evokes, the right words will establish an emotional connection between the two of you. Those words will create a picture, which in turn, creates a desire in your prospect’s mind. Use powerful words. Superlatives. Incorporate words like “absolutely”, “sensational”, “deserve”, “now”, “remarkable”, “exclusive”, and “desire”. For example: “Don’t you deserve the remarkable life you have always desired?”, or “Are you ready to create your sensational life starting right now?”

Connecting in this way will position you as a leader in your prospect’s eyes. You will be perceived as someone who can deliver them to their promised land.  You’ll be a rock star! And remember, as the Rolling Stones said, “I know it’s only rock and roll, but I like it!”

To your success!

Jeff